Abstract
The purpose of this study was to perform a statistical evaluation of the BUYGRID Analytic Framework (BAF) to determine whether it is a general model of industrial buying behavior. The BAF is often used as a basic reference for other research studies, even though it has never been validated. This article also provides a new approach to understanding industrial buying behavior by identifying the influence of the informal system on the formal decision process and defines a decision-process model for the informal system.
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